How to Master the Art of Mingling

Not everyone's a natural conversationalist. In fact, 93% of us self-identify as shy, says Susan RoAne, known as The Mingling Maven and best-selling author of How to Work a Room. Here are tips for entering a room of strangers and effectively working the room:

• When entering a room head for the dessert table. People who are comtemplating calories will always talk to you.
• Don't approach 2 people in a conversation; opt for 3 or 4 people. It's an easier number to approach and reduces the chance you're interrupting a private or sensitive conversation.
• Looking for an 'in' to a conversation? Say, "Excuse me, may I join you?" It's an elegant way of inserting yourself and no one's ever said no.
• Wear something people can connect with. Madeleine Albright always wore beautiful brooches, so people would start conversations about that.

And one tip from a SUCCESS editor: Before a social gathering, catch up with what your friends are doing on Facebook. With this information, you can easily strike up a conversation about mutual interests or their latest vacation. Something easy like, "I saw your vacation photos on Facebook - where in Mexico was that?" is a great way to get them talking about their favourite topic - themselves.

When you Sell Quality, Price Isn't Important

There are many business owners who think that if they just cut their prices a little more than their competition, they would get a lot more business. Truly successful companies recognize that their long-term game plan cannot be built around having the lowest price, but rather, providing high quality products and services, and charging comparable prices. Our Georgian Triangle consultant, Tim Newton, is known for encouraging the "Highest Justifiable Price."

In the real world of success, the fact is that the combined sales of 'price pirates' are but a fraction of the sales generated by the businesses focused on quality! The old adage is true: "You get what you pay for!"

The customer who buys a quality product soon forgets that he or she paid more for it, and remembers only the satisfaction it gives them. Quality is the strongest testimonial you could ever have.

Quality means repeat business. It creates relationships that stay with you year in and year out. It means that you will be able to hold what you have and add to it. In short, quality products mean enduring success, and not success built upon the quicksand of here-today-and-gone-tomorrow customers.

If your business were to follow a plan of meeting every price cut that you see others offer, there would be no figure for your customer to use as a basis of price comparison. In other words, selling would simmer down into a seesaw proposition. You have the lowest price today on this product, and your competitor has it tomorrow. Permanent success can be built only on a quality foundation. A cut in price - if out of line with the general market trend - will undo a reputation for quality quicker than any other one thing. It breeds suspicion. Buyers think: "If his stuff were as good as he says it is, he wouldn't have to cut the price." And their reasoning is logical.

Quality is synonymous with satisfied customers and we all know that the product which gives the most satisfaction, in the long run, is the easiest to sell. If you sell a product that is better than what your competitor is selling, you can be sure that the world will find out about it and want it. Word-of-mouth spreads quickly. When people start wanting the products you are selling, the measure of your success depends only on your ability to embrace even greater opportunities as they are presented to you.

Developing Creativity by Ron White

This week's tip is a short article by Ron White:

"There is a prevailing belief that creativity is an inborn trait - you are either creative or you're not. Well, while creativity is an inborn trait, we are all born with a creative brain (your right cerebral hemisphere) and have many creative skills.

Children are naturally curious and eager to explore the world around them and spend hours playing with toys, making up imaginary friends and pretend games. But as we get older, we begin to lose some of our natural creativity as we learn and use more left-brain thinking skills in school and at work.

Research shows that our propensity to generate original ideas drops from 90 percent at age 5, to 20 percent at age 7, and even further to 2 percent as adults! However, unless you have suffered brain damage in your right hemisphere or had it surgically removed, you still have a creative brain; so you are still creative. It's just that maybe you don't use your creativity skills as much as you used to.

Now for the good news! You can reawaken your creative brainpower.

What would Einstein tell you in regard to increasing your creativity? Well, we don't have to guess on that one, because he told us. He said, "The important thing is to not stop questioning. Curiousity has its own reason for existing."

Develop the curiousity of a child. Leonardo Da Vinci, who is said to have been one of the greatest geniuses of all time, also had this creativity. I don't think that it is a coincidence that Da Vinci and Einstein were both extremely creative and that so many years after their deaths we are still talking about them.

Creativity is defined by Webster's as "creative ability or intellectual inventiveness." This is a skill that everyone has, to some extent. There are ways to improve your ability to create and generate new ideas. Not everyone can be a great artist or a creative genius, but it makes sense to make the most of the potential we are given."

Make Time for Your Sales Activities!

In order for your business to be viable, to earn money to live, you need to generate revenue. The only way to do this is to "sell" your idea to prospective users of your product or service. "Sales" is therefore a necessary part of being self-employed. You need to budget time for it in your weekly schedule. If not, it will most likely be neglected, and you will be frustrated with the lack of results. As planning is needed for all other aspects, including product development, bookkeeping, deliveries, etc., you will need to set aside time for this essential activity. "Failure to plan is planning to fail." Most people spend more time writing out a grocery list or planning a vacation than they do planning the direction or outcome of their business. Serendipity will not produce favourable results.

If you are struggling with sales, I recommend that you do an urgent self-examination. Ask yourself, "How much time and effort do I devote to this necessary part of my business?" If you detect a lack, here's the decisive action you need to take:

1. Work at being willing to adjust your mind to accept that it is necessary
2. Learn that you can be trained to do it
3. Plan specific days and times when you WILL give it your attention
4. Ask for help!
5. Apply any suggestions given.

If you were to write down, hour-by-hour, what you do in a typical day, you would probably be surprised at the amount of time wasted. Many exclaim: "I simply don't know where the time goes." What can help people to solve the problem of wasted time? R. Alec Mackenzie, a leading management consultant, answers: "Self-discipline. Before you can master time, you must first master yourself. And the rewards make it eminently worthwhile."

You can most likely "buy" some time from some other non-essential, non-revenue generating activities that would be better used for driving sales. If you were drowning and someone threw you a lifeline, would you not eagerly reach out for it? Help is available for your sales endeavours - reach out for it! We want to be of assistance!

Growing Your Business

A business is like a plant or tree in your garden. Just about every business needs to grow to survive and thrive. Here's 3 ways to grow YOUR business:

1. Get more customers by 'planting more seeds'. Make it part of your weekly routine. Set specific "S.M.A.R.T." goals regarding the number of prospects you will visit each week, and the number of new clients that will come out of that. Then cultivate the seeds you have planted by following up where you detect some level of interest. Categorize prospects by their greatest potential to generate income and profit.
2. Increase the size of each purchase. By 'watering' your clients at the point of purchase, they can often give you more business. This is very common in retail, where they employ various methods to increase the size of each purchase, through counter displays, suggesting complimentary items, etc. Think of how you can apply that to your business. For example, if you are a landscaper called in to do some work in the yard, why not see if they also want their driveway nicely trimmed.
3. Cultivate more often. Increase the frequency of purchases. Would it benefit some of your clients to use your product or service more often? 'Nurture' them by keeping in touch by phone, email, newsletter or personal visits; you can often produce more revenue while further delighting your customers!

As always, when you take these suggestions, and apply the principles to YOUR enterprise, you will be sure to generate more income!